Enterprise Account Executive
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Job Description
Enterprise Account Executive responsible for driving revenue through B2B SaaS sales at Cognota. Engaging with enterprise clients to expand their learning and workforce capabilities.
Responsibilities:
- Own the full enterprise sales cycle, from outbound prospecting and inbound follow-up through close and expansion
- Partner closely with SDRs to develop target account strategies, refine messaging, and convert meetings into qualified opportunities
- Proactively prospect into target accounts and build pipeline independently in addition to SDR-sourced opportunities
- Lead executive-level discovery conversations focused on capacity constraints, competing priorities, budget tradeoffs, and execution risk across Learning, Talent, and HR
- Position Cognota as the system of record for capacity planning, operational execution, and measurable outcomes
- Apply MEDDPICC to qualify opportunities, identify deal risk, and drive alignment across buying committees
- Use Sprint Selling principles to maintain deal momentum, define clear outcomes for every interaction, and accelerate decision-making
- Deliver high-impact product demos, independently tailoring each demo to customer needs and business context
- Build, manage, and forecast a healthy pipeline with accuracy and discipline
- Maintain strong Salesforce hygiene, ensuring leadership has clear visibility into deal status, risks, and next steps
- Keep leadership informed and engage executives strategically when their involvement can help advance opportunities
- Navigate enterprise procurement processes, including security, legal, privacy, and vendor onboarding
- Partner cross-functionally with Marketing, Product, Customer Success, and RevOps to continuously refine messaging and improve conversion.
Requirements:
- 5+ years of enterprise SaaS sales experience, with consistent quota attainment
- Proven experience selling enterprise software into HR, Talent, and/or Learning organizations
- Demonstrated success owning a full-cycle sales motion, including prospecting, discovery, demos, negotiation, and close
- Ability to run your own product demos and lead executive-level conversations
- Strong working knowledge of enterprise sales methodologies, including MEDDPICC and Sprint Selling, with practical application
- Experience selling solutions related to planning, prioritization, capacity management, or operational execution
- High standards for Salesforce hygiene, pipeline management, and forecast accuracy
- Ability to operate independently, manage a territory like a business, and maintain momentum across complex deals
- Strong executive communication skills, with the ability to keep leadership informed and engage executives strategically when needed
- Comfortable partnering closely with SDR and Marketing while also self-sourcing pipeline.
Benefits:
- Unlimited PTO
- Company-wide “You Days”
- Paid day off on your birthday
- Comprehensive medical, dental, and vision coverage starting day one
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